31 lines
1.3 KiB
Markdown
31 lines
1.3 KiB
Markdown
---
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name: account-tiering
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description: Use when defining ABM tiers, scoring logic, and coverage rules.
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---
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# Account Tiering Systems Skill
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## When to Use
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- Establishing T1/T2/T3 definitions for new ABM programs.
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- Auditing existing tiers to ensure they reflect current revenue priorities.
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- Aligning sales, marketing, and partner teams on coverage and SLA expectations.
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## Framework
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1. **Firmographic Fit** – revenue, employee count, industry, region.
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2. **Propensity Signals** – intent, product usage, previous engagement, open opportunities.
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3. **Strategic Value** – partnership potential, brand influence, expansion runway.
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4. **Capacity Planning** – match tiers to owner bandwidth (SDR, AE, marketing pods).
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5. **SLA Definitions** – touch frequency, personalization level, reporting cadence by tier.
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## Templates
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- **Tiering Matrix**: See `assets/tiering_matrix.md` for criteria and scoring logic.
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- **Coverage planner** (tier → owner type → touch expectations).
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- **Governance checklist** (review cadence, data sources, exception handling).
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## Tips
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- Recalculate tiers quarterly or when GTM strategy shifts.
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- Keep a single truth source (sheet or CDP) to avoid conflicting tiers.
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- Document exceptions (e.g., strategic design partners) so automation logic stays clean.
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---
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